Course Status:	Released	Courseware Features
Course Language:	English
Course Duration:	2.5 Hours
Deployment Options:	Online, Interactive CDs, Network, Downloads, Intranet

Audience

Sales Agents

Prerequisites

Ability to use a keyboard and a mouse

Course Aim

To introduce Practical Inside Sales, pre-call planning, and how to make contact with a prospect

Learning Objectives

To introduce Practical Inside Sales, pre-call planning, and how to make contact with a prospect To introduce the concepts of the Practical Inside Sales Process for prospecting calls To discuss how to develop a pre-call plan for the most common call types To explain how to make contact with a prospect

Learning Events

Learning event 1 Learning event 1 title: Introducing Practical Inside Sales Learning objects LEARNING OBJECT TITLE: Practical Inside Sales overview LEARNING OBJECT TYPE: Audio OBJECTIVE: After taking this learning object, the student should be able to list the steps in the inbound sales process for prospecting calls. LEARNING OBJECT TITLE: The premises of Practical Inside Sales LEARNING OBJECT TYPE: Audio OBJECTIVE: After taking this learning object, the student should be able to define the premises of Practical Inside Sales for prospecting calls. LEARNING OBJECT TITLE: Buying roles LEARNING OBJECT TYPE: Lesson OBJECTIVE: After taking this learning object, the student should be able to define the key buying roles in a prospect’s organization. LEARNING OBJECT TITLE: What is Practical Inside Sales? LEARNING OBJECT TYPE: Audio OBJECTIVE: After taking this learning object, the student should be able to distinguish Practical Inside Sales from other approaches to inside selling to prospects. LEARNING OBJECT TITLE: Practical Inside Sales pre-assessment LEARNING OBJECT TYPE: Lesson OBJECTIVE: After taking this learning object, the student should be able to recognize and measure pre-existing knowledge of the inside sales process. Learning event 2 Learning event 2 title: Pre-call planning Learning objects LEARNING OBJECT TITLE: Developing a call opening LEARNING OBJECT TYPE: Audio OBJECTIVE: After taking this learning object, the student should be able to develop a call opening for the most common types of prospecting calls. LEARNING OBJECT TITLE: Developing call objectives LEARNING OBJECT TYPE: Audio OBJECTIVE: After taking this learning object, the student should be able to develop call objectives for the most common types of prospecting calls. LEARNING OBJECT TITLE: Using the Pre-Call Planner LEARNING OBJECT TYPE: Audio OBJECTIVE: After taking this learning object, the student should be able to use a Pre-Call Planner for the most common types of prospecting calls. LEARNING OBJECT TITLE: Using the Account Profiler LEARNING OBJECT TYPE: Audio OBJECTIVE: After taking this learning object, the student should be able to use the Account Profiler to qualify an account in a prospecting call. Learning event 3 Learning event 3 title: Making contact with a prospect Learning Objects LEARNING OBJECT TITLE: Dealing with call screeners LEARNING OBJECT TYPE: Audio OBJECTIVE: After taking this learning object, the student should be able to use a process for dealing with call screeners in a prospecting call. LEARNING OBJECT TITLE: Dealing with voice mail LEARNING OBJECT TYPE: Audio OBJECTIVE: After taking this learning object, the student should be able to apply three strategies for dealing with voice mail in a prospecting call.

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